Recliner Script Date/Time Advisor Manager Customer General Equipment Condition When the recliner is still on the trolley, show the underside of the chassis and explain its strength and durability. This is a box section steel robot-welded chassis that has been developed specifically and uniquely for Willowbrook recliners. We also use low-friction stainless steel pins on all the joints. To prove the reliability of the chassis an independent testing house, FIRA International conducted alife test by applying 160kg to the chassis and successfully ran it through its range of movement continually for 10’000 cycles. That’s almost 10 years of usage tested if you ran the recliner’s full-cycle 3 times every day – and even after the 10 000 lifts, the chassis still worked as well as ever. Chassis Notes Set the recliner up, ideally in the place they would have the chair permanently, this may involve moving their existing furniture. Show them, with pride the quality of the upholstery, all made in South Africa by local artisans with a high-quality material that has a very high rub count. Each recliner is made to order and they are made to last. Setup Notes Run through the full range of a motion with you using the recliner, going from fully up*, to seated, to recline, to sleeping. *When in the upright position, show how stable the recliner is, another mark of a high-quality chassis. Lift the recliner to the full exit position and invite the prospect to come and try the chair. Guide them to the correct position and lower the chair, with you controlling it and show them each position. Tip: When they sit in the chair remark how well they fit into that particular model. Use the board if they are short. Range of Motion Notes Take the client up again (to the full height) to demonstrate the ease of egress and, if you need to change the back at this stage. Tip: When changing the back, as the client sit in their old chair and when they get back out of it, comment on how much easier itwas to get out of our recliner Then ask the prospect to get back into the chair and when you first ease it back from the fully upright position give them the remote and ask them to “drive” it themselves. Let them take the chair right back and use the head cushion if needed at this point Tip: The extending foot section is the Willowbrook reclinersUSP (Unique Selling Point) - it offers support to the heel without it being a pressure point. This is the only recliner in South Africa. Take Up Notes Get the client into their choice of a comfortable, reclined position. Then remove the handset from them so they can focus on the next feature, which is the massage demonstration. Follow a similar process as the bed massage system. Note: the wave is great for calming or having an afternoon nap. Tip: When the massage system is running, ensure you take some time to be quiet, let the user enjoy the sensation of the massage without trying to continually listen to your voice. Price Condition Notes Once we have the massage concluded, price condition the client and then finalise the recliner and fabric choices as well as optional extras. Tip: For extra impact, finalise the quote on your app while the person is still sitting on the recliner. Massage Notes Outcome Pitch and MissSale
